This blog was originally posted by Kendra Lee on her site in April 2016. She listed it as one of her top 2016 posts on her year end review. One of the most frustrating things for a sales rep is when the prospect you had a great conversation with goes silent and starts avoiding you. [...]
This blog was originally posted on Linked In by John Asher here. How Do I Know The APQ Assessment Will Guarantee I Won’t Make The $150K Hiring Mistake? All too often a sales manager will hire a candidate on shallow premises, such as a polished appearance and impressive resume. Many assume that if an applicant [...]
This article originally appeared on past IES speaker Mike Weinberg's The New Sales Coach web site. I’ve got bad news and good news about your prospecting call. The bad news is that, most of the time, regardless of how well you’ve done in the early stages of the prospecting phone call (right mindset, good voice [...]
A national nonprofit leader in disability employment has been creating jobs for people with disabilities for decades. The organization has a deep understanding of the needs of its clients and its mission is cherished deeply by its staff. However, the organization’s leadership knew they could provide more value to their customers if their client-facing people [...]
Organization for Sales Professionals Recommends Sales Training Resources to help Companies Address Critical Sales Challenges December 8, 2016 - Vienna, Va. - The Institute for Excellence in Sales (IES), a membership organization that provides services for sales departments around the world, announced a sales training provider referral service to help sales leaders identify ideal sales [...]
This interview was originally written by Katie Hanusik and appeared on the SpeakerBox web site on November 29. Thanks SpeakerBox! I recently had the opportunity to catch up with Fred Diamond, the co-founder and executive director of the Institute for Excellence in Sales (IES). The IES was created for sales professionals, execs and leaders looking [...]
One of our trusted advisers, who has been in the sales performance improvement (aka sales training) industry for decades, has told us that over $9 Billion is spent on sales performance improvement every year but 92% of those initiatives fail to produce any measurable impact! We did not believe it at first, but when we [...]
Here's the recording of the great webinar prospecting legend and CEO of Funnel Clarity Tom Snyder presented on "Prospecting to the C-Suite" on November 15. Tom will be a featured speaker at the IES Customer Acquisition Symposium on Friday, November 18. Tom recommends things sales professionals should be doing on LinkedIn to more effectively get [...]
Good morning, The learning never stops at the IES. The IES annual Customer Acquisition Symposium is Friday, November 18 at the USA Today Building in Tysons Corner, VA. It'll be awesome, Mark "The Sales" Hunter has made a special offer for CAS Attendees! When you attend the 2017 Customer Acquisition Symposium you will receive 24/7 [...]
If you had the chance to ask 6 sales experts in a safe, quiet environment, how to get better at sales, would you? What would you ask? Well, you’ll have your chance on Friday, November 18 in Tysons Corner, VA. One notion that continues to intrigue me is that “You are the average of the [...]
